Distributive Negotiation - Deepstash

Distributive Negotiation

Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. 

It is also known as zero-sum, or win-lose negotiation, in the sense that the parties to negotiation try to claim the maximum share for themselves and due to which when one party wins or reaches its goals and the other one loses.

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Competition operates as a zero-sum game, in which one side wins and other loses. 

Highly assertive personalities often fall back on competition as a conflict management strategy. The competitive strategy works best in a limited number of conflicts, such as emergency situations. 

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It implies a collaborative negotiation strategy, in which parties seek a win-win solution to settle the conflict.

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Use a Red Herring

Instead of making one single offer, try offering 3 possible scenarios:

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